This blog is dedicated to treating everyone - clients, prospects, friends, and family - as valuable partners. We should show them our gratitude through all our actions, including our marketing.

December 27, 2015

Ask Them About Their Business

We have repeatedly discussed the fact that we need to meet
other business people one-on-one for a chat over coffee, or whatever. When we
meet someone for a few minutes at any event, networking or otherwise, we do not
have time to get to know them, decide if we like them, or decide if we trust
them. We must understand that we will be so much more successful if we can move
a new acquaintance through these 3 levels of the relationship.

The first step in this process is a one-on-one meeting where
we get to know someone. One of the most important actions that we can take is
to ask them about their business. How can we refer someone to the appropriate
prospects if we do not know what their business is? Business referrals are the
lifeblood of successful businesses and build true networking relationships.

There are numerous coffee meetings taking place each and
every day that do not result in networking partnerships. Only one participant
in the meeting may actually ask any questions about the other party. This is
rude and impolite when it happens, and results in one party feeling used and
reluctant to ever pass referrals to the other party. If we don’t care to learn
anything about the other person, why do we agree to the meeting?

We can ask questions such as: what is the nature of your
business, how long have you been in business, why did you start or join this
business, are you a long time resident of the area, where are you from, what
does your spouse/partner do, what do you do for fun, what type of networking
events do you attend, and what is the basis for your success. In other words,
get to know the other person. To do so, we must ask questions.

If the meeting is interrupted before we can discover the
needed details about the other person, schedule another meeting for the future
for the purpose of exchanging information. We must never leave a meeting with
the other person feeling like we do not care about what they do. After all, we
met originally at a networking meeting where we intended to meet new prospects.
If we do not ask any questions, how do we know if they are a prospect for
anyone, including ourselves?

Entrepreneurs who start a business are normally very proud
of that fact and love to discuss their business, how it started, how it is
doing, and what their journey has been with everyone they meet. All we have to
do is ask questions and listen. If we don’t ask and listen, how do we know
anything about them, who they should know, or even if we might need what they
have? Asking for details will spread some gratitude to everyone. Don’t attempt
to make them a customer; find out what they need, and help them get it, even if
we don’t have it.

Gratitude Marketing means that we build relationships with others in
business. It means that we meet others and grow to know them, like them, and
trust them if possible. One of the ways to do this is to meet them one-on-one
and discuss what both parties do in
their businesses. To do anything less is impolite and rude, and will result in
no referrals. Please leave me your comments, or email me at Jim@JimTeasley.com, or call me at 360-314-8691.